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Sales

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Complex Sales

Business men and women in a room discussing B2B sales

The New Realities of B2B Sales (Part 1)

The 21st Century Reality A fundamental shift we see in Business-to-Business (B2B) is that prospecting and sales results are becoming more difficult, time-consuming, and expensive to produce. Lead conversion rates

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Work group of men and women high five over the discussion of B2B sales

The Operations and Factors that Lead to Success in B2B Sales

Putting it all Together When assembled, the entire system consists of three very distinct but related processes, each feeding the next with the right kinds of leads. Marketing’s job is to deliver the necessary number of highly targeted MQLs that the Prospecting team will use as its funnel. The BDRs will then call, qualify, and

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Business man and women shake hands over a sale

Operational Excellence (Part 3): Sales

Your sales team is by far your most expensive resource, compared to Marketing and Prospecting. While your marketing must be targeted, the same marketing assets and messaging will go out to large numbers of prospects.  And while your prospecting activity is one-to-one, each engagement happens for a very brief time. A good BDR can work

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Getting B2B Sales Working Again

B2B Sales absolutely depend on three distinct and different, but highly related operations working seamlessly together. There are very good reasons for why three operations are needed, and why they are so different from each other. It is all about the economy of scale and specialization necessary to deliver high volumes of high quality leads

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What Do Buyers Want?

The Three Basic Types of buyers Three kinds of buyers exist in the B2B market: Visionaries, Pragmatists, and Conservatives. Because these are very different types of decision makers, they respond to very different messaging.   Characteristics Role of Content & Messaging Visionaries Visionaries constitute a mere 15% of all B2B buyers. This group spends more

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capability assessment

The New Realities of B2B Sales (Part 2)

In “The New Realities of B2B Sales (Part 1)”, we discussed shifts in Business-to-Business (B2B) due to the growing number of Millennials in the B2B market as well as the difference between strategic procurement and purchasing. In Part 2, we have outlined two more changes to the realities of B2B sales and marketing due to

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Business men and women in a room discussing B2B sales

The New Realities of B2B Sales (Part 1)

The 21st Century Reality A fundamental shift we see in Business-to-Business (B2B) is that prospecting and sales results are becoming more difficult, time-consuming, and expensive to produce. Lead conversion rates are lower, sales cycles are longer, and closing ratios are not what they used to be. The success of acquiring and retaining customers relies on

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